Someone once told me that we should never try to close a deal; if you present the product or service properly the prospect will automatically buy. It’s paramount that you know how to ask for the sale.
Years and years of research have been conducted by our organisation, and the results clearly demonstrate that we should always attempt to close a sale with verbal or physical actions.
So let’s review the sales process; the customer makes an enquiry and we use all our skills to connect, build rapport, question the customer and find out what criteria will trigger a buying decision.
In fact, we should always ask prospects what their buying criteria is; is it quality, specification, colour, availability, price range, etc. Once we have gained a clear understanding of the above buying criteria, then we should endeavour to match our product or service offerings to these requirements.
The next great piece of advice we offer sales people from all walks of life is to ask the prospect the following question: “If we are able to tick all of your boxes (meet all your requirements) is there any reason why you will not purchase this product or service from us?”
This is the true qualifier to ensure that the client is ready to purchase – some people call it a trial close – we call it a qualifying sequence. If the client suggests that they would not buy from us if we meet their criteria, we then have to dig deeper; what is the reason that they are not prepared to buy? It could be that the enquiry is for a purchase in the future, it could be that they are purely price shopping, or maybe even just benchmarking their current supplier in the marketplace.
How to ask for the sale
The “tick the boxes” routine will quickly allow you to get a better idea of where the client sits in the buying cycle.
If the client says that they will buy from you if you meet all of their requirements, then it is time to ask for the order. Prospects often need to be “closed” – they are actually waiting for you to attempt to close the deal. Quite often, if you don’t ask for the order they will gladly walk away and engage with another supplier who will invite them to buy.
So, how do we ask for the order? There is a range of ways we can do this.
We can ask them if they would like to; go ahead, tidy up the paperwork, order a unit from the factory, secure a delivery date, see what colours are available so they can choose one, or ask how they will be paying for the goods or services?
We can also use physical actions such as; walking towards the counter, putting the items in a carry bag, starting to complete an order form, or start to key the order into a computer or retail palm pilot.
We teach new sales people, that if they don’t ask for the order, then they are “working for the opposition”. This statement makes us think twice about not asking for the order on every possible occasion.
What is the worst thing that can happen if you don’t ask for the order?
The prospect can walk away and buy elsewhere; they can object about price; they can give you another reason for not being ready to buy. For the latter two reasons, you then need to be prepared to offer responses to their objections. If you are convincing enough in responding to their objections, then you will surely walk away with an order.
So, do we ask for the order? The answer is positively YES!
Successful organisations are the ones that ask for the order on each and every occasion – it makes perfect sense, and the prospects are waiting for you to do so.
Would you like to go ahead with this purchase today?
Would your team benefit from learning more about closing sales?
Learn more about crafting a powerful sales process at Sales Training Program, B2B proven program used by National & Global Corporations on August 16-17 – perfect for any team seeking to level up in sales.